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Provider: 1816
Selling through business development
Course aim
This course aims to provide students with the skills and knowledge to be able to establish, maintain and improve client relationships and promote products and services to facilitate organisation objectives.
Course outline
INITIATE COMMUNICATION - Identify and use preferred client communication styles and methods - Establish rapport with clients using verbal and non-verbal communication processes - Use open questions to promote two-way communication - Identify and act upon potential barriers to effective communication - Initiate communication processes which relate to client needs, preferences and expectations ESTABLISH CLIENT RELATIONSHIPS - Develop client loyalty objectives focussing on the development of long term business partnerships - Assess client profile information to determine approach - Develop client loyalty strategies to attract and retain clients in accordance with the business strategy - Identify and apply client care and client service standards MAINTAIN AND IMPROVE ONGOING RELATIONSHIPS WITH CLIENTS - Develop strategies to obtain ongoing feedback from clients to monitor satisfaction levels - Develop Strategies to elicit feedback which provide information in a form that can be used to improve relationships with clients BUILD AND MAINTAIN NETWORKS - Allocate time to establish and maintain business contacts - Establish communication channels to exchange information and ideas
PLAN PROMOTIONAL ACTIVITIES - Identify and assess promotional activities to ensure compatibility within organisational requirements - Plan and schedule promotional activities according to the marketing needs of the organisation - Determine overall promotional objectives - Ensure that time lines and costs for promotion of activities are realistic and consistent with budget resources - Develop action plans to provide details of products and services being promoted CO-ORDINATE PROMOTIONAL ACTIVITIES - Identify personnel and resources to support promotional activities - Identify and agree roles and responsibilities for delivery of promotional services - Establish and conduct relationships with targeted groups - Use networks to assist in implementing promotional activities REVIEW AND REPORT ON PROMOTIONAL ACTIVITIES - Analyse audience feedback to determine impact of activity - Assess effectiveness of planning processes to identify improvements for the future - Collect feedback and provide to personnel and others involved in promotional activity - Analyse costs and timelines to evaluate the benefits of activity - Prepare conclusions and recommendations of activities
